Overall Sales Function & Reporting Structure-Introduction
Introduction to Sales Operations/Management Capstone Course and Final Project Overview
Overall Sales Function & Reporting Structure-Review these items before working on this week's project (Optional)
The Elements of a Successful Sales Business Plan
Sales Management Definition, Process, Strategies and Resources
The Four Phases In Sales Management Evolution
10 Management Skills that Make the Best Sales Managers Stand Out
Sales Manager's Jobs
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What Does a Sales Manager Do?
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Life of a Sales Manager
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Skills You Need
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Emerging Trends and Challenges
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Q&A Week 3
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Recruitment and Training-Review these items before working on this week's project (Optional)
Overview of Recruitment Process
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Job Analysis
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Duties of a Salesperson
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Job Qualifications
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Sales Recruiters: How to Hire Top Sales People
Recruitment Funnel and Recruitment Sources
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Ten Shameful Recruiting Practices That Drive Candidates Away
Interviewing
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The Complete Guide to The Most Effective Sales Interview Questions
Employment Tests
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10 of the Best Recruiting Assessment Tools
References: Their Importance in the Recruitment Process
Final Selection
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The Business Case for Sales Training
Scheduling Sales Force Training: Theory and Evidence
Keys to Sales Training
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Sales Training Development Process - Part 1
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Sales Training Development Process - Part 2
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Sales Training Content
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Importance of Sales Training
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Training Methods
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Once is Not Enough: Why Sales Training Reinforcement is a Must-Have
Emerging Training Methods
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Territories and Compensation-Review these items before working on this week's project (Optional)
One Size Fits All? Not In Sales Territory Planning
Get Off My Turf: Assigning Sales Territories
Developing a Sales Territory Plan
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Factors in Territory Management
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Q&A on Territories
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Motivating Salespeople: What Really Works
Goals of a Sales Compensation Plan
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Indirect Monetary Compensation
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Q&A on Compensation
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Sales Force Expenses
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Goals of Sales Expense Plan
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Q&A on Sales Expenses
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Evaluation-Review these items before working on this week's project (Optional)
How to Measure Sales Performance
Sales Evaluation
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Elements of Sales Performance Evaluation
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The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track
Sales Expense Analysis
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Q&A on Sales Performance Evaluation
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The New Science of Sales Force Productivity
Challenges in Sales Evaluations
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Contemporary Approach to Sales Force Evaluations
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